Shish Khan

Business Development Manager Saudi Arabia
Reporting directly to GM Service 01-09-2019 - till date
Analyze, Plan & recommend service campaigns to win customer satisfaction, retention & increase profitability.

Job Description: ▪ Develop, plan, implement and control yearly Service Marketing Plan, in line with Service strategic direction and allocated budgets. ▪ Initiate, develop & implement ATL/ BTL regular and seasonal Service campaigns. ▪ Develop annual Marketing Activity planner, covering all service brand and promotional campaigns, across Saudi Arabia. ▪ Develop & launch Package based, periodic maintenance campaigns. ▪ Develop & launch General Job and Repair Order discount campaigns. ▪ Design, develop and implement periodic, service-maintenance contracts. ▪ Design, develop and implement SLAs with Sales department. ▪ Produce campaign’s cost, profit and/ or loss analysis. ▪ Monitor, analyze and produce pre and post campaign reports for the management.
▪ Conduct desk-top and field research, for competitors Service and Parts benchmarking such as prices and Special offers. ▪ Coordinate closely with Sales department to incorporate Service contracts in their retail and fleet sales campaigns. ▪ Work closely with Lubricant suppliers to conclude special package-deals in developing Service periodic maintenance campaigns. ▪ Coordinate closely with Parts Department to conclude the best parts discounts for General Jobs/ Repair orders. ▪ Initiate/ Launch on call, Mobile-maintenance Service for retail & fleet customers. ▪ Coordinate between Aljabr Service & KIA Motors, RHQ-Dubai.
Achievement: ▪ Increased service retention by package based periodic maintenance ▪ Increased service retention of out of warranty customers by giving them special package and discounts. ▪ Improve service/ maintenance image.

• Develop, plan, implement and control yearly after-sales Marketing Plan, in line with after-sales
strategic directions and allocated budgets.
• Initiate, develop & implement ATL/ BTL regular and seasonal after-sales campaigns.
• Develop annual Marketing Activity planner, covering all aftersales brands and promotional
campaigns, across Saudi Arabia.
• Develop & launch Package based, periodic maintenance campaigns.
• Develop & launch General Job and Repair Order discount campaigns.
• Design, develop and implement periodic service-maintenance contracts.
• Design, develop and implement SLAs with Sales department.
• Produce campaign cost, profit and/ or loss analysis.
• Develop & initiate up selling product packages.
• Monitor, analyze and produce pre-and-post campaign reports for the management.
• Conduct desk-top and field research, for competitors Service and Parts benchmarking such as
prices and Special offers.
• Coordinate closely with the Sales department to incorporate service contracts in their retail and
fleet sales campaigns.
• Work closely with Lubricant suppliers to conclude special package deals in developing Service
periodic maintenance campaigns.
• Coordinate with the spare parts team to secure the most competitive parts discounts for
campaigns focused on general jobs and express maintenance.
• Implement digitalization and enhance customer facilities on all service center level.
• Initiate/ Launch on call, Mobile-maintenance Service for retail & fleet customers.
• Coordinate between Aljabr aftersales & KIA Motors, RHQ-Dubai.
Achievement:
• Increased service retention by implementing package-based periodic maintenance, leading to
increased customer loyalty and repeat business
• Enhanced service retention for out-of-warranty customers by offering periodic maintenance
packages and exclusive discounts, effectively increasing long-term customer engagement.
• Increased upselling by providing training and a special incentive scheme to frontline & productive
staff.
• Improved the service and maintenance brand image, enhancing customer perception and
strengthening the overall reputation of the service department.

An active member of the Ordering Committee, recommending the most demanding variants of the
entire model line-up. These variants essentially include the latest hi-tech features, keeping them
highly competitive, as well as cost-effective.
Job Description:
• Analyze regional models/ variants sales trends and guide/ recommend Sales Management of the
Product segmentation for the entire line up.
• Recommend Ordering quantities/ models/ variants based upon MOUs and Stock Availability
reports.
• Provide rationalized variants, Product competitive analysis and Product USPs to marketing
management for structured product marketing campaigns and promotions.
• Preparing comprehensive price structures for product pricing, detailing the full price breakdown—
including FOB costs and profit margins.
• Preparing value analysis on a monthly and quarterly basis for full product line-up and selected
models.
• Design & recommend strategic variants for different sales channels i.e. Retail & Fleet. Select right
options & features by considering sales channels and target customers.
• Develop and implement Product strategies viz-a-viz competitors and sales trends.
• Provide Product briefs for Sales, Marketing and Training for forthcoming New/ All New models
and face lifts.
• Coordinate with relative departments and lead product issues/ special orders concerning
shipments, ordering and sales.
• Monitor trends and recommend trims and variants for developing new customer segments.
• Advise and update senior management & sales management pertaining to production time lines
and shipment.
• Coordinate with Saudi GSO & KC to obtain Homologation certificates for All New Models.
• Coordinate with SASO to get fuel efficiency labels for all models.
• Coordinate with KC, RHQ-Dubai team for product related issues/ trainings.
• Represent Al Jabr Automotive in KC oriented meetings, conferences and seminars.
Achievement:
• Consistently meet all deadlines for order uploads in the system, ensuring smooth and timely
processing.
• Developed customer profile-based variants for each model, optimizing product offerings to better
meet target customer demands.
• Processed all order quantities in alignment with the Memorandum of Understanding (MOU),
ensuring accuracy and consistency in orders.
• Ensured timely clearance of vehicles from customs upon shipment arrival, minimizing delays and
optimizing inventory flow..

Expertise in utilizing IMC concept effectively in all marketing activities. Successful track record of new car launches, media events and media management. Developed successful sales lead generating Marketing campaigns.

 Plan & Developed strategic Campaigns - tactical campaigns, product Campaigns and Brand awareness campaigns.
 Enhanced Sales by launching profitable and “Showroom Footfall Driving” promotional campaigns
 Plan effective, competitive strategies and customer oriented scheme/ offers after completion of competitor field research project.
 Established Competitors Benchmarking reporting system to respond to competitors’ tactical initiatives.
 Identified profitable customer segments within company’s database & launched promotion campaign.
 Supported retail sales teams by launching bumper tactical campaigns.
 Achieved extraordinary customer attention through participating in Euro Cup 2012 & 2016, FIFA World Cup 2014, and Australian Open since 2013 ~ 2018 Mega promotion and several other initiatives by KMC.
 Launched various All New KIA Models - Picanto, Rio, Cerato, Optima, Cadenza, Quoris, Soul, Carens, Sportage, Sorento and Carnival.
 Launched Sorento and Carnival in a mega event in Alhassa, both cars were launched in a single event in the presence of many VIP’s and Journalist. All VIP’s & Journalist had a tourist trip in the morning in Alhassa and evening there was a launch ceremony. The launching ceremony was live streamed on google.
 Heightened customer brand engagement levels by launching two Mega Test Drive Events - Kia on Tour since 2012 to 2016 and Hands-on Program in 2017.
 Initiated & launched marketing campaigns on social media and update KIA events & sponsorship events on social media Facebook, Twitter, Youtube & snap chat.
 Provided extensive Marketing coordination services between Al Jabr and KIA Motors Corporation (RHQ Dubai & HQ Seoul Office).
 Organized two days Cadenza media event where number journalists attend the product overview session day-1 and on the following day they had a Test Drive.
 PR Arabia best marketing practices award for All New Sorento in 2015
 Coordinate with KMC, RHQ-Dubai team for Marketing related issues/ trainings.
 Represent Al Jabr Automotive in KMC oriented meetings, conferences and seminars.

 Best marketing practices award by KIA Motors for All New Quoris Launch & Launch Campaign in 2012
 Conduct & lead customer profiling of complete line-up.
 Conduct & lead research on customer initial response towards newly launched product.
 Lead periodic customer satisfaction survey.
 Initiate & lead the research Hyundai Vs KIA (To identify why Hyundai sales more than KIA in KSA).
 Actively participated in all the researchers conducted by KIA Motors in KSA i.e Car Clinic, NCBS Survey, Brand Power & advertising effectiveness.
 Coordinate with KMC, RHQ-Dubai team for Marketing related issues/ trainings.
 Represent Al Jabr Automotive in KMC oriented meetings, conferences and seminars.

 Conduct & lead customer profiling of complete line-up.
 Conduct & lead research on customer initial response towards newly launched product.
 Lead periodic customer satisfaction survey.
 Collect Market information concerning competitors
 Lead new car launching
 Design & prepare sales & marketing reports
 Coordinate with Nissan, Jeddah team for Marketing related issues/ trainings.
 Represent Al Jabr Automotive in Nissan oriented meetings, conferences and seminars.